Posted 6/30/10 By Dan Baldwin, TA Executive Director, 951-251-5155 email
CPI Communications based in Iowa recently joined TA as our newest "master agency" vendor member. My biggest job whenever TA gets a new master agent vendor member is to learn what they do differently or better than TA's other master agent vendor members and share that with TA's 3,800 members so they know when to pull CPI in on their next deal.
While CPI has a lot of things going for them, including great experience as to what it takes to field a profitable direct sales team, the most immediate value CPI offers to TA members, especially equipment VARs and computer systems integrators is Diana Tedrow, CPI's National Sales Director.
What's the big deal with Diana Tedrow? It's quite possible that she's the network service sales solution many equipment VARs and computer systems integrators are looking for before they commit to offering carrier services to their equipment customers.
Many master agents believe that equipment VARs are sitting on great customer bases that can easily be farmed for mountains of network service revenue. Why don't most VARs open up their bases for some lucrative carrier service farming?
I'm fairly certain Diana Tedrow will earn a shot for CPI in front of more than one equipment VAR customer. Click the video on this page to hear a short "case study video" I shot of Diana in Iowa last week that demonstrates her ability to communicate with the most demanding customers. In just under 3-minutes she shares the perfect combination of CPI confidence, engineering design expertise and customer empathy.
For the benefit of TA members who are equipment VARs and computer systems integrators, TA will be profiling the various "front persons" the TA vendor member master agents have to put in front of your best customers to win their business.
How CPI Helped Migrate a Customer's Call Center to IP & Improve Network Management
CPI National Sales Director Diana Tedrow Summarizes the Case Study
Case Study Notes
00:01 - CPI specializes in helping customers overcome obstacles & challenges with their voice & data carrier services to make your communications environment simpler and more cost effective.
00:20 - Call center case study. Customer have 14 different long distance T-1s. The call center performs market research surveys. Multiple different carriers with multiple different carrier IDs let to troubleshooting inefficiencies for the customer. In addition, because the service was still delivered on copper transport facilities, recurrent price increases were a constant problem.
00:55 - We proposed an IP long distance solution utilizing the Qwest network. The IP long distance solution allowed them to eliminate half their 14 copper circuits and move their traffic over to a dedicated Internet circuit and run their traffic at G.711 or G.729 to take advantage of "compression" to more easily "traffic shape" their IP long distance and IP toll-free.
01:25 - The solution comes with a web portal so the customer can directly observe bandwidth utilization and make their own changes to their toll free features. The customer has the ability to increase or decrease their own bandwidth as needed. Because they have only one circuit ID, trouble shooting, when needed is much easier.
01:45 - The customer's next upgrade will be to move the call center circuit to a fiber facilities platform to further improve traffic shaping and achieve even greater cost savings available to them from high quality compression.
Want This Sort of Expertise Working for You?
Contact your authorized CPI partner or visit www.CPItelecom.net.
What are Your Thoughts?
Does it matter to you what kind of in-house sales and engineering design talent a master agent can muster up to put in front of your best customers? Please leave your comments below.
Comments